What a great time of year and what fantastic results we are seeing from those executing the end of year plan. For many, December will be a record breaking month; one entire branch following the plan is setting a sales record by closing 50% more units in December than they did in October! Who said you can’t do business after Thanksgiving? So why are some mortgage professionals setting sales records while others are convinced that there was no business to be had? The answer is simple, there is always business to be had and you just have to get out in front of it!
One of the best parts of this is that it isn’t coming from any one activity or effort, its coming from all areas. New closings from those who said they couldn’t close in time. Deals from those people who didn’t know they could even buy a home. Deals are closing for people who are trading up and trading down to get into their new homes for Christmas, others are buying because now is a great time to buy a home
From the “Black Friday Home Sale” to the countdown to year end; from working hard with open houses to getting in front of the preapprovals who haven’t bought yet. From working with builders to reduce completed inventory, to moving renters into home ownership and more, the final push of activity has resulted in significant loan opportunities to close in 2018, but more importantly, established and identified new relationships that will produce opportunities in 2019 and beyond!
Our efforts and activities don’t disappear at the end of any month or year. Our business is a constant flow of activities and opportunities, some of which are almost instant results; others are deals that will close well into the future. One of my people closed a deal this week that was a man he began working with in March of 2016. They both stuck to the plan and the deal, and that buyer’s life, got to a result created by actions over time!
There are going to be buyers and sellers engaged in the process this weekend! There will be open houses just days before Christmas for sellers that need to sell and there will be buyers looking that are trying to buy! Do you have a plan for this weekend and the days between Christmas and New Year’s? Unless you are going on vacation, working just a few hours each day could help you land some new opportunities that you would have never had a chance at if you hadn’t!
2019 is just a few more days away. What kind of momentum do you have going into January? Is your business plan complete, your preapproval file full, does your pipeline have deals ready to close on time or early; have you run through your new prospecting schedule and prepared your marketing calendar for 2018? If you have, you are ready to go!
Finish the year strong with solid momentum and energy! Have a safe and Merry Christmas! Share kindness with those you love and those in need! We will be back next week!